CEO Sales Training
The CEO has the ultimate responsibilty for sales in his or her organization and must keep those skills sharp. To better understand the culture of selling, and what makes some sales people successful the CEO must possess those critical sales skills themselves.
Overview: Seeking new ways to learn what your prospects and customers really need? Interested in finding a very precise explanation for the complicated process of persuading prospects to select your firm over competition? Looking for ways to shorten the sales cycle, reduce the time for new sales people to become cost effective, and improve customer/client satisfaction? Need to learn consultative selling skills?
This twelve hour seminar/workshop (three half days) will present the theory behind a specific skill for developing new business for companies with sophisticated products and services.
If desired, additional sessions can be scheduled to help participants further apply the theory to their business, or receive in-field coaching. The overall objective is to help you understand the theory of marketing discovery and to teach you the consultative selling skills necessary to use this theory. Mastery of this skill set will help build sales at your company. Participants receive a 70 page workbook.
Highlights:
- Learn why 20-30% of sales people produce 70-80% of new sales.
- Discover why traditional sales training is not effective in your marketplace; and how to respond when prospects attempt to commoditize your offering.
- Understand why your prospects and customers only hear a portion of what you say.
- Learn why sales from new products and service offerings often lag behind traditional products that are not as effective in meeting customer needs.
- Discover why clients sometimes value your work less than they should; how to resist being commodities, and how to obtain higher prices.
Who should attend: CEO’s who want to play a larger role in helping their organizations reach aggresive revenue objectives.
Presenter: Philip Krone has been an active marketing professional since 1972. He is president of Productive Strategies, Inc., a management and marketing consulting firm that helps companies define and reach their growth objectives. Krone graduated from Duke University with a BA in Psychology and holds an MBA from Northwestern University’s Kellogg Graduate School of Management. Krone has spoken before many groups and published several articles regarding The Five Levels of Marketing, Managing Sales Reps, and FOCIS® Selling. FOCIS® Selling is a registered trademark of Productive Strategies, Inc.
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